How to Increase Sales by Improving your Sales Process - with Mark Burton-Brown

Mark Burton-Brown is the Managing Director of Engagement Partners. He’s a sales growth expert, with more than 20 years’ experience in sales management.

In recent times, Mark has been working closely with inside sales teams to achieve their sales growth objectives much faster than they were previously able to.

He shares the importance of having a formal sales process in place, and how you can go about developing one.

Mark’s Top Tips:

Create your sales process based on a best-practice and proven template. Mark has one he’s happy to share, and talk you through - get in touch with him on LinkedIn (14:27).

Get buy-in from your team by getting them involved. Identify up to 8 people in the business who are already following a sales process. Run a workshop with them, and refine the sales process they follow into a one-pager (04:31).

Start to implement the process. It's not going to be perfect, but it's going to be better than what you used to do. By continuing to iterate the process, within a year you’ll probably be surprised how far you’ve come (09:37).

You'll Learn:

The 3 common challenges inside sales teams struggle.

How a formal sales process can lead to 28% faster revenue growth (03:37).

The 4 key things to include on your one-pager, so your people are clear on how to succeed (05:27).

The most important phase of the sales process, which most salespeople do poorly - and what to do about it. The secret ratio Mark shares helps position your people as trusted advisors - rather than product pushers (07:12).

The 2 changes in perspective you can make, which will help your people succeed (09:37).

The best-practice approach Mark recommends for keeping your sales process up-to-date (10:49).

The 8 positive outcomes which result from having a formal sales process in place. You’ll never guess the third one (11:11).

The common concern salespeople have about following a sales process, and the answer (15:32).

Show notes: https://bravatrak.com/mark-burton-brown-podcast 

Connect with Mark here: https://www.linkedin.com/in/markbb/
If you’d like a copy of his sales process template, get in touch with him on LinkedIn. He’s happy to share it with you, and talk you through it.

If your priorities include strengthening employee engagement, lifting customer experience, or increasing your focus on coaching and development, I can help you out with a few ideas that you can steal. Send me an email (at blairs@bravatrak.com) and we can organize a 15-minute call over Zoom or Teams.